Enterprise Sales Development Representative (xDR)

About the Role We’re looking for a driven and curious Enterprise Sales Development Representative (xDR) to join our growing go-to-market team. This is a hybrid role — as our XDR, you'll blend inbound (SDR) and outbound (BDR) responsibilities. You’ll be on the front lines of our sales efforts, connecting with prospects, qualifying opportunities, and helping build the pipeline that drives Cerby’s growth. What You’ll Own Own outbound prospecting with strategy and precision Identify target accounts and key decision-makers using tools like ZoomInfo, Nooks, LinkedIn Sales Navigator, and Outreach Execute personalized multi-channel outreach through email, phone, video, and social to create high-quality discovery meetings. Research accounts and tailor messaging to align with each prospect’s business challenges and goals. Respond to inbound leads quickly and thoughtfully Be the first point of contact for inbound interest—responding promptly and providing helpful, informed follow-up. Qualify inbound leads through discovery questions and pass qualified opportunities to Account Executives. Collaborate with marketing to improve lead quality and campaign effectiveness. Partner and collaborate across teams Work closely with AEs to understand their target accounts and coordinate outreach efforts. Share insights and feedback from conversations to help refine our messaging and ideal customer profile (ICP). Partner with marketing and RevOps to maintain clean data and accurate reporting. Continuously improve your craft Participate in regular coaching, role plays, and skill development sessions. Experiment with new outreach tactics and contribute ideas to improve SDR team performance. Track activity metrics and pipeline results to measure success and growth. Minimum Requirements Minimum 1–2 years of experience in a Sales Development or Business Development role (B2B SaaS experience preferred). Exceptional communication skills—clear, concise, and confident across phone, email, and social. Proficiency in tools like HubSpot, Salesforce, and Outreach for managing outreach and leads. Organized and detail-oriented, with excellent follow-through. A positive, team-oriented attitude and a genuine desire to learn and grow in tech sales. Comfortable working in a fast-paced, startup environment where priorities evolve quickly. What Success Looks Like You consistently generate high-quality meetings that turn into qualified pipeline with ICP-aligned prospects. You contribute meaningful pipeline via outbound prospecting to support the sales team’s goals. You improve month-over-month in your activity metrics, conversion rates, and messaging quality. You demonstrate curiosity, accountability, and creativity in your approach to outbound and inbound work. You actively share feedback and collaborate with peers to make the team stronger.